Partner Manager — Strategic Partners, Distributors & System Integrators

Description

SmartSights | United States | Fully Remote

Build partnerships that open markets. Turn shared ambition into measurable growth.

Great partner relationships create opportunity, and great partner managers turn that opportunity into results.

SmartSights is looking for a commercially driven Partner Manager who can grow strategic accounts, recruit high-potential partners, and help those partners win. You know how to earn trust across executive and field teams, build a business plan people actually use, and translate collaboration into pipeline and revenue.

If you thrive on building relationships and delivering results, this is an opportunity to make a visible impact on a growing industrial software business.

About SmartSights

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SmartSights provides industrial analytics, alarm notification, and automated reporting software to manufacturers and critical infrastructure providers around the world. Our solutions help customers reduce downtime, support compliance, and improve productivity through real-time insights and rapid response workflows.

Our partners play a critical role in bringing those solutions to more customers. You’ll help shape what that growth looks like.

Your Impact

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As a Partner Manager, you’ll own the commercial relationships with a portfolio of strategic partners, including industrial automation System Integrators, Distributors, and other partners aligned with the SmartSights Partner Program.

You’ll balance growing existing relationships with recruiting and activating new partners. Working closely with Partner Sales Leadership and colleagues across the business, you’ll build joint plans, develop opportunities, and equip partners to generate business with confidence.

This role combines strategic thinking with hands-on execution. You’ll need to be equally comfortable discussing growth with a partner executive, mapping accounts with a sales team, and working through the details that move an opportunity toward close.

This is a fully remote, U.S.-based position. Candidates must reside and work in an approved location within the United States.

What you’ll do

- Grow strategic partner accounts. Own commercial relationships and build connections across partner leadership, sales, technical, marketing, and delivery teams.
- Recruit partners with real potential. Identify, qualify, and recruit organizations based on market reach, technical capability, customer access, sales capacity, and strategic fit.
- Turn new partnerships into productive relationships. Lead recruitment and onboarding, then accelerate activation through training, account mapping, joint pipeline development, and early opportunity support.
- Build joint business plans that drive action. Establish revenue targets, pipeline goals, enablement priorities, and marketing activities with clear ownership and regular progress reviews.
- Drive partner-led and co-sell opportunities. Help partners identify, qualify, position, and close business while coordinating deal strategy, pricing, and customer engagement with internal teams.
- Expand customer relationships. Identify new customer, renewal, upsell, and cross-sell opportunities across the partner ecosystem.
- Create measurable demand. Partner with Marketing on campaigns, events, webinars, and market development fund activities that generate qualified pipeline and revenue.
- Run a disciplined pipeline. Maintain accurate CRM records, forecasts, deal registrations, and partner performance reporting.
- Strengthen the Partner Program. Support enablement, certification, incentives, and performance expectations while bringing practical feedback to leadership.
- Connect the right people. Collaborate with Sales, Marketing, Product, Customer Success, Renewals, and Support to help partners and customers succeed.

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Requirements

What you bring

- 5+ years of relevant experience in B2B partner sales, channel sales, alliances, business development, or account management.
- Demonstrated success growing existing partner accounts while recruiting and activating new partners.
- A track record of meeting or exceeding revenue, pipeline, or partner recruitment targets.
- Experience executing a structured Partner Program, including recruitment, onboarding, enablement, co-selling, and performance management.
- Strong understanding of partner-led, resale, referral, distribution, System Integrator, and co-sell business models.
- The ability to build joint business plans that produce measurable commercial results.
- Strong prospecting, discovery, qualification, negotiation, and closing skills.
- Confidence building relationships across executive, commercial, and technical audiences—and influencing without direct authority.
- Sound judgment when prioritizing partners, resolving channel conflict, and navigating complex sales cycles.
- Familiarity with subscription revenue models, including annual recurring revenue, renewals, expansion, upsell, and cross-sell.
- Experience using CRM systems to manage opportunities, forecasts, and partner activity.
- A bachelor’s degree in Business, Engineering, Technology, or a related field, or equivalent practical experience.

Experience that will help you stand out

- Relationships with industrial automation System Integrators, Distributors, or technology alliance partners.
- Experience in industrial software, manufacturing technology, automation, Industrial Internet of Things (IIoT), or operational technology (OT).
- An understanding of how industrial partners build business cases, influence purchasing decisions, and support technology adoption.
- Experience with Salesforce and tools such as LinkedIn Sales Navigator, ZoomInfo, Gong, or DealHub.
- Success executing joint marketing initiatives and measuring their contribution to pipeline and revenue.

What success looks like

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You’ll have built strong relationships and actionable business plans with priority partners, recruited and activated new partners, and developed a healthy pipeline across both. Your partners will be more engaged, better equipped to sell, and contributing measurable revenue. Internally, you’ll be a trusted collaborator who brings clear forecasts, useful market insights, and consistent follow-through.

Fully remote. Real ownership. A team that has your back.

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SmartSights is a remote-first company. We pair the flexibility of remote work with clear communication, accountability, and collaboration. You’ll have the opportunity to own your work, contribute ideas, and see the impact of what you build.Our values guide how we work:

- Relentless Innovation: Stay curious, challenge assumptions, and find better ways forward.
- Urgency Matters: Act with purpose, keep commitments moving, and follow through.
- Got Your Back!: Share knowledge, support your teammates, and help our partners succeed.

Compensation and benefits

- Competitive base salary and commission structure.
- Fully remote work from an approved U.S. location.
- Medical, dental, and vision insurance.
- Short-term and long-term disability coverage.
- Basic and voluntary life insurance.
- 401(k) plan with a company match.
- Flexible PTO with no accruals.
- Career development opportunities.

Build your next chapter with SmartSights

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Apply today. Tell us about the partnerships you’ve grown, the partners you’ve recruited, and the results you’ve delivered. We’re looking for someone ready to turn strong relationships into our next stage of growth.

SmartSights is an equal opportunity employer. We welcome diverse backgrounds, experiences, and perspectives and are committed to an inclusive environment for all employees.